Account Manager

Position Overview

The Account Manager is responsible for driving revenue growth and retention within a portfolio of existing customers. This role owns commercial strategy, renewals, and expansion opportunities, partnering closely with Operations-led Customer Success to ensure customers are positioned for long-term value realization. The Account Manager serves as the primary commercial point of contact and is accountable for forecasting, deal execution, and customer revenue outcomes.

Sales Account Manager – Key Responsibilities

Strategic Relationship Ownership

• Serve as the primary commercial partner for assigned customers, building trusted, long-term relationships with executive and senior leadership.
• Develop and maintain multi-threaded relationships across finance, operations, IT, and executive stakeholders to ensure continuity and influence.
• Act as a trusted advisor, understanding customer business models, strategic priorities, and growth plans to inform commercial strategy.
• Maintain consistent customer engagement outside of active sales cycles to strengthen partnership and trust.

Revenue Growth & Retention

• Own renewal and expansion revenue across the assigned account portfolio.
• Identify growth opportunities by aligning customer business objectives with VitalEdge solutions and capabilities.
• Lead consultative conversations that connect realized and potential value to future investment decisions.
• Drive multi-year agreements that reflect long-term partnerships.

Account Planning & Value Creation

• Build and execute strategic account plans that reflect customer goals, organizational changes, and long-term roadmaps.
• Translate customer outcomes, adoption insights, and operational signals into clear commercial strategies.
• Partner with Operations-led Customer Success to ensure commercial timing aligns with customer readiness and value realization.
• Proactively surface whitespace opportunities based on customer maturity, scale, and evolving needs.

Deal Leadership & Commercial Execution

• Lead pricing strategy, contract negotiations, and commercial structuring for renewals and expansions.
• Coordinate internal stakeholders (Operations CS, Product, Services, Finance, Legal) to deliver cohesive, customer-aligned proposals.
• Guide customers through complex decision processes with clarity, confidence, and transparency.
• Ensure a high-quality buying experience that reinforces trust and partnership.

Executive Engagement & Advocacy

• Lead executive-level business reviews and commercial discussions focused on outcomes, value, and future alignment.
• Represent the customer’s business priorities internally, advocating for solutions that drive mutual success.
• Navigate difficult conversations (pricing, scope changes, timing) with professionalism and credibility rooted in trust.
• Strengthen VitalEdge’s position as a long-term strategic partner, not just a software provider.

Forecasting & Discipline

• Maintain accurate renewal and expansion forecasts based on active customer engagement and validated signals.
• Provide clear visibility into risks and opportunities through disciplined pipeline management.
• Use relationship insight to reduce surprises and last-minute deal pressure.

This role requires a balance of strong sales execution and genuine relationship building, where trust, insight, and partnership are the foundation of long-term revenue growth.

Required Skills & Education

• 3-5 years of diverse experience in the Sales, Client Success, and Support roles in the software industry
• Minimum of a bachelor’s degree or equivalent work experience
• Experience working with executive leadership
• Excellent written and oral communication skills and negotiation skills
• Active listener
• Ability to travel 10% - 20%

Nice to Have

• Background with Heavy Equipment dealership, rental & service organizations is a plus
• Experience with ERP or enterprise software is a plus